GlobalBX Entrepreneur Business Articles - March 2011

Hiring The Right People For The Tangible, Intangible Jobs

Hiring the right marketing, sales people is always difficult because success elsewhere may not translate into success for your company, for you. The difference between the right and wrong choice is more than the money it will cost to hire yet another new person. The real cost can be a year’s worth of lost business [...]

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Increase Your Sales By Avoiding These Lame Sales Questions

During a recent sales training workshop I conducted with a client, we were discussing the importance of asking the right questions; high-value, high-impact, penetrating questions. One person spoke up and said, “When I’m talking to a new prospect I like to ask, “What do you know about us?” An uncontrollable groan escaped when I heard [...]

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John Jacobson & The Double Dream Hands YouTube / Social Media Phenomena

It’s pretty amazing what a video on YouTube can do. For example, when a video of John Jacobson’s educational choreography “Planet Rock” was posted on YouTube, and renamed “Double Dream Hands” (DDH), no one could have foreseen the phenomena that would ensue. In a short three-month period, the video garnered over 2.39 million hits on [...]

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The YouTube Star Making Machine

According to a YouTube press release: More than 13 million hours of video were uploaded during 2010. 35 hours of video are uploaded every minute. More video is uploaded to YouTube in 60 days than the 3 major US networks created in 60 years. YouTube reached over 700 billion playbacks in 2010. Less than a [...]

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Workplace Coaching: Selecting A Coach

Workplace coaching can come in a variety of forms. It can exist to enhance technical, professional, business or leadership skills. Its purpose may be to help with immediate skill application in the employee’s current role, or it can be used to develop the employee for a future role. The latter purpose is more usually described [...]

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Time Management Is Bogus

Time Management is Bogus! We really don’t understand the problem. In fact, time is unmanageable – it just keeps tickin’ along. And there’s nothing we can do about it. Time should be manageable, but it’s not! Thousands and thousands of pages have been written about “time management.” The trick, of course, is not reading but [...]

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About Sales

Step back for a minute, and let’s look at sales. A small business can survive missing a number of important ingredients. But not Sales! There are as many different ways to do sales as there are salespeople! And plenty of knowledgeable opinions – pointing in different directions. Here’s mine. The Presence Of The Guru There’s [...]

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What Is CEO Time?

For many of us, it could be triple the value of what it is now. Meaning: Your company could be earning 3 x as much money. (We’ll assume your compensation stays the same!) Ask a CEO or Small Business owner how he divides his time between CEO work, Managing work and “Chief Employee” work (where [...]

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It’s About Time!

Time is our greatest asset! Time is a bitch! Many entrepreneurs have a love/hate relationship with their clocks and calendars. Consider the possibility that there are two kinds of time – fast time and slow time. Fast time: You have a lot to do, you’re multi-tasking, you’re on deadline or beyond, you are responding to [...]

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Executive Time?

Executive time!??? Five neuroscientists went rafting on a river for a week. The purpose: to find out whether the experience – separation from the internet, the telephone, and daily emergencies – made a difference. As reported in the NY Times, They spent a week in late May in this remote area of southern Utah, rafting [...]

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Dealing With The New Economy

In a cocktail party the other day, a man complained – “I’m going to change my career – I’ve been a financial advisor for 10 years and they’ve changed the bonuses in the program (he last worked for AIG!) so I refuse to work for less money.” Change of direction can be a good idea, [...]

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Intentional Referrals

Referrals – we love to get them, we hate to ask for them! And yet, almost nothing can be more beneficial to the entrepreneur or small businessman. Referrals provide new business at almost no cost, and frequently provide a new customer who’s pre-sold. A referral strategy, regularly executed, can make a colossal difference to your [...]

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Accountability – Is More Better?

Accountability is much in the news these days, mostly as complaint. Would you agree that accountability is also much avoided? And “when you point your finger at someone, there are three fingers pointing back at you!” Let’s face it: The solopreneur has no one else to point at! As the business grows larger, accountability is [...]

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Focus!

Focus – Harder and harder to do! If you’re an entrepreneur or a startup possibility, you probably have things you haven’t gotten around to. Usually, they’re Important but Not Urgent. Issues which could be highly valuable to the development of your business and your bottom line, but are set aside because of all the damn [...]

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Time To Lend An Ear

Listen Up Because It Is Listening Time There are many times when we are ‘listening’ to our bosses as they are explaining some high priority task or a new policy, while our brain is on its own mental vacation to Hawaii. In a few seconds, you are at the beach, relaxing with a nice beverage [...]

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23 Penetrating Sales Questions You Need To Start Asking

A couple of weeks ago I wrote a post called, 11 Lame Questions You Need to Avoid”. It generated some interesting comments and one reader asked, “What questions should I be asking?” What ARE the questions sales people should be asking to increase their sales and improve their results? Certainly this depends on your industry [...]

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How To Dig Yourself Out Of The Hole

When I first started my business, I had a business mentor who told me the following quote. I’ve never forgotten it because it’s so true for many, many business owners. He said: “Show me an entrepreneur and I’ll show you a manic-depressant.” How true is that? One moment as a business owner, you can be [...]

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WOM … It’s An Art, It’s Science, It’s Theirs

Everyone wants to jump into the word-of-mouth (WOM) marketing, communications den. The rewards seem huge. The problem is when the audience starts scratching, chewing divine intervention doesn’t answer the call. Source – Artist Peter Paul Rubens In traditional terms, marketing meant advertising – radio/TV, print, direct mail, shows, etc.—and publicity. But in 2009, Gallup reported [...]

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Perspective

While there is a lot of talk about the recession being over, there is an equal amount of talk about it not being over yet. This, by and large, comes down to perspective. There are numerous definitions of perspective; one that comes to mind is: what you see depends on where you sit. Many of [...]

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Managing Skills For Business Continuity

In a meeting recently, a client made a comment to the effect that they were very concerned that “Talent Management” has become just another fad word. Sadly in many circumstances this is already the case. One of the main contributors to this demise is the fact that many limit “Talent” to “professional” occupations or positions [...]

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